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MVNO Business Plan

  • December 2014
  • -
  • Mind Commerce Publishing
  • -
  • 167 pages

Overview:

This is a full business plan based on the launch of an illustrative Mobile Virtual Network Operator (MVNO) known as Contendus. The plan covers all aspects of the company launch plan including market assessment, funding requirements, financial analysis, market segmentation and product differentiation. Also included is go-to-market plan, distribution and replenishment plans, comparison of MVNO's and more. The major benefit of this report is to assist in the development of an MVNO launch and to help validate existing plans.

Launching a MVNO involves a lot of careful planning and an understanding of the competitive threats and opportunities. Understanding the competitive issues and what type of MVNO to launch is key to success. A critical aspect to the success of any MVNO is its wholesale negotiations with the host mobile network operator (MNO). Accordingly, the MVNO Business Plan includes Modelling and Negotiation Strategies for Contracting with Host Mobile Network Operators. This includes rate structures of the retail minus and cost plus models, the pros and cons of each, and how to implement them.

The MVNO Business Plan also includes evaluation of wholesale incentives, the reconciliation process and also what macro and micro environmental aspects to consider when defining your negotiation strategy. Also includes is an example Service Level Agreement (SLA), modeled from real life operational MVNO SLAs, which can be customized and built upon to meet the needs of their service management requirements.

When planning an MVNO, successful MVNO companies will learn to think like a MNO and develop their strategies accordingly. Purchasers of this report will also receive the following reports for support in business plan and strategy development:

Network Operator Monetization Strategies Leveraging New Sources of Revenue
Next Generation Business Models for MNOs in LTE, M2M, and OTT Environment
Purchasers at the Team License and Company-wide License level will also receive at no additional cost:
LTE Advanced 2014: State of the Market and Future Prospects
Purchasers at the Company-wide Level will also receive at no additional cost:
End-to-End M2M, 7th Edition

All purchases of Mind Commerce reports includes time with an expert analyst who will help you link key findings in the report to the business issues you're addressing. This needs to be used within three months of purchasing the report.

Target Audience:
MVNO start-ups
Mobile network operators
MVNE/MVNO service providers
Investors and analysts in the mobile space
Suppliers of MVNO equipment and software
Consultants and systems integration companies

Table Of Contents

MVNO Business Plan
Table of Contents:

Mobile Virtual Network Operator (MVNO) Business Plan

1. EXECUTIVE SUMMARY 4
A. THE BUSINESS 4
B. THE STRATEGY 4
C. THE MARKET 5
D. THE MANAGEMENT 6
E. THE FINANCIALS 6
F. THE COMPANY MISSION 7
G. THE CRITERIA OF MVNO 7
H. EXCEPTIONS 8
2. THE BUSINESS 8
A. REQUIREMENT ANALYSIS 8
B. DESCRIPTION OF SERVICES 9
C. TARGET MARKET 9
D. SERVICES OFFERED - PRIMARY REVENUE DRIVERS 11
E. POTENTIAL FUTURE SERVICES - ALTERNATIVE REVENUE SOURCES 12
F. DISTRIBUTION, PURCHASING AND REFILLS 13
G. STARTER PACKAGE 15
H. HANDSETS AND HARDWARE 15
I. GSM SYSTEM AND THE SIM-CARD 16
J. THE WEB-SITE AND CUSTOMER INTERFACE 17
K. SCOPE FOR ENHANCEMENTS AND FUTURE TECHNOLOGY 4G/LTE 17
L. BACK-OFFICE AND CUSTOMER CARE 18
M. THE NETWORK OPERATOR 18
N. REGULATORY 19
O. CHURN 19
3. THE OPPORTUNITY 21
A. OPPORTUNITY 21
B. STRATEGY 21
C. PROVISIONING AND MANAGEMENT 24
D. INFRASTRUCTURE 24
E. MULTI-IMSI APPROACH. 26
F. MULTI-NETWORK VPN 26
G. SECURITY AND CONTROL 27
H. FORECAST 28
4. THE MARKET 29
A. US WIRELESS MARKET 29
B. PREPAID MARKETS 29
C. WHOLESALE 29
D. NEGOTIATION VECTORS 30
E. ANALYSIS ON SETUP COST 31
F. TERMINAL USAGE AND CONTROL 34
G. NETWORK USAGE AND CONTROL 34
5. MARKETING PLAN 36
A. GENERAL OVERVIEW 36
B. MARKETING IDEAS 37
C. INITIAL MARKET SEGMENTS AND STRATEGIC CONSIDERATIONS 39
D. PARTNERING AND CO-BRANDING 42
E. LOYALTY PROGRAM 42
F. MIGRATION STRATEGY 43
6. FINANCIAL OVERVIEW 44
A. REVENUE STREAMS and COST CONSIDERATIONS 44
B. REVENUE GROWTH 44
C. FINANCIAL PROJECTIONS 45
D. FUNDING 46
E. EXIT STRATEGY 47
7. EXTENSIONS AND UPGRADES 48
A. SELECTION CRITERIA 49
B. TECHNICAL REQUIREMENTS 50
C. OTHER FACTORS 51
8. POTENTIAL MARKET SEGMENTS (AD. 1) 52
9. THE MANAGEMENT TEAM AND PARTNERS (AD. 2) 57
A. MANAGEMENT 57
B. BOARD OF ADVISORS AND PARTNERS 57
A. PARTNERS 59
10. COMPETITION (AD. 3) 61
A. GENERAL OVERVIEW 61
B. PREPAID PLAYERS 62
B. SWOT ANALYSIS 63
C. PREPAID COMPETITION ANALYSIS 65
EUROPE VS. UNITED STATES (AD. 4) 65
C. GENERAL OVERVIEW 65
11. THE MOBILE VIRTUAL NETWORK OPERATOR MARKET and GROWTH OVERVIEW (AD. 5) 70
A. GENERAL OVERVIEW 70
B. GLOBAL OVERVIEW AND FORECAST 73
C. MVNO DRIVE IN EUROPE 74
D. MVNO DRIVE IN AMERICA 77
E. MVNO DRIVE IN MIDDLE EAST 78
F. MVNO DRIVE IN ASIA PACIFIC 79
12. CASE STUDIES (AD. 6) 80
13. CONCLUSIONS 97
14. APPENDIX 97
A. CELLULAR OPERATOR ORGANIZATION STRUCTURE 97
B. INITIATING CONTACT WITH MNOS 103
C. ESTABLISHING A STRATEGY 104

MVNO Operational Cost Planning: Modelling and Negotiation Strategies for Contracting with Host Mobile Network Operators

INTRODUCTION 5
1.1. The MVNO Landscape 5
1.2. MVNO Background 5
1.3. MVNO Technology Options 7
2. WHOLESALE MODELS 10
2.1. Cost Plus Model 10
2.1.1. Cost Plus Rate Sheet 12
2.2. Retail Minus Model 15
2.2.1. Straight Retail Minus 16
2.2.2. Benchmark Retail Minus 17
2.2.3. Retail Minus Rate Sheet 19
2.3. Interconnect 20
2.4. Wholesale Incentives 22
3. INVOICING AND RECONCILIATION 24
3.1. Invoice Dispute Process 25
3.1.1. Sample Invoice 27
4. ENVIRONMENTAL CONSIDERATIONS 29
4.1. Macro Environmental Analysis 29
4.2. Micro Environment Analysis 30
5. RECOMMENDATIONS 31
5.1.1. Knowledge and Expertise 31
5.1.2. Technology Solution 31
5.1.3. HNO MVNO Rate Structure 31
5.1.4. HNO Services List 32
6. NEGOTIATION TACTICS 33
6.1.1. Tell them What they Want to Hear 33
6.1.2. Start High 33
6.1.3. Contract Clauses 34
7. CONCLUSIONS 35

FIGURES

Figure 1- MVNO Technology Options 8
Figure 2 - Wholesale Charges for Network Activity using the Cost Plus Model 11
Figure 3- Segments Diagram 13
Figure 4- Wholesale Charges for Network Activity using the Retail Minus Model 15
Figure 5 - Calculating the straight Retail Minus 16
Figure 6 - Calculating the Benchmark Retail Rate 17
Figure 7- Calculation for Wholesale Rate 18
Figure 8- Interconnect Charging 21
Figure 9 - Wholesale Rate Variance Calculation with Interconnect Consideration 21
Figure 10 - Example MNO MVNO Commercial Relationship 24
Figure 11- Sample Wholesale Invoice Page One 27
Figure 12 - Sample Wholesale Invoice Page Two 28

MVNO, MVNE and MNO Service Level Agreement (SLA)

INTRODUCTION 4
WHAT IS A SERVICE LEVEL AGREEMENT (SLA) 4
WHY IS IT IMPORTANT TO HAVE AN SLA? 6
SLA'S IN THE MVNO WORLD 9
SAMPLE SERVICE LEVEL AGREEMENT (SLA) 9
MVNO Billing through Wholesale Line Rental 13
1. Review 14
2. Dispute Resolution 14
3. Metrics 14
4. Definitions 14
4.5. Unconfirmed Clear 14
4.7. Confirmed Clear Permanent 15
4.8. Parked Time 15
4.9. Establishment of Contact Points 15
4.10. Reoccurring faults 15
4.11. Fault escalation 15
5. Fault Escalation Process 16
6. SLA Schedule 17
Appendix 1- Exclusions 25
Appendix 2- Guidelines for Payment of Penalty Credits 26
Appendix 3 - Parked Time 27
Appendix 4 - General Dispute Process 28
Appendix 5 - Wholesale Usage Invoicing and dispute process 29

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